National Hotels Association is a Full Service Travel Management Company that was established to meet the needs and expectations of each client by providing exceptional customer service, competitive rates and cutting edge technology for your professional and personal functions.

1. National Hotels Association, Inc.
2014
NationalHotelsAssociation.com

2.  You are the Expert Advisor…Remember you
are there to help them save money for their
business-they need you more than you need
them (P.P.S Professional Problem Solver)
 You are there to HELP
National Hotels Association, Inc.
2014

3.  Tom Hopkins, Zig Ziglar, Neil Rackham,
Claude Palmer
 Pre-plan and Prepare (write down 10 most
important things you must do the next day)
 A. GTM (Get the Money)
 B. Follow up and Follow Through
 C. Never Stop Prospecting
National Hotels Association, Inc.
2014

4.  Who do you know?
 Who do you do business with already?
(Corporate, Businesses, Professional
Associates…etc)
National Hotels Association, Inc.
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5.  these businesses are used to spending
money
 If a business does not book rooms you really
have your work cut out for you
 Great prospects are those already using
booking engines.
 Businesses with great online reviews should
be first targets
 Make a list of who you want to help and go
after them!
National Hotels Association, Inc.
2014

6.  Activity!
 Give yourself a raise- talk to 10 more people
a day
 Develop and Build Rapport
 Ask Questions- if you ask the right questions
you will get the answers to know how to open
more sales
 Create a Magnetic Presentation- draws them
to a yes
National Hotels Association, Inc.
2014

7.  A no is a maybe
 A maybe is a yes
 Ask for the Relationship!
 Become a Follow Up Specialist
 Confidence
 Motive Action and Daily Rituals
National Hotels Association, Inc.
2014

8.  If you don’t believe you have gold, you don’t
have the right recipe for success
 Take Advice but don’t take orders
 Don’t be a Follower, be a student…
 Don’t just except a lifestyle, make it pay off
and build a “style of Life”
National Hotels Association, Inc.
2014

9.  Cost = Investment
 Monthly payment = Monthly Investment
 Fill out these forms = Gather information
 Contract = Paperwork or agreement
 Sign= endorse or approve
 Problem = challenge/opportunity
 Appointment = visit/pop by
 Presentation = Stop by and share some ideas
 May I be honest with you = may I be direct with
you?
 Deal = opportunity
National Hotels Association, Inc.
2014

10.  “The more you do, the more you make. The
more you do, the more you make”
 Activity=Contacts=Presentations=Openings=
Results
 Constantly Improve Your Conversion Ratio
National Hotels Association, Inc.
2014

11.  If you are out at a restaurant, make
conversation…. “hey, how did you get started
in this business?” open them up for the
relationship..Ask more questions… what are
they doing to get business? “If you could
travel, where would you want to GO!” What is
their unique selling proposition? What makes
them so special?
National Hotels Association, Inc.
2014

12.  Fail Forward Fast-Closers increase their self
image by handling failure and coping with
rejection
 “Closers” fall in love with the word “no” The
more no’s you get, the closer you are to a yes
 Closing more sales is the result of handling
more Rejection
 Consistency, Persistence, Tenacity (CPT)
National Hotels Association, Inc.
2014

13.  Build Rapport- Have them like you and trust
you. Create a professional image
 Until you create interest you are nothing but
an INTERRUPTION…
 Attract people with your benefits…”Do your
research”
National Hotels Association, Inc.
2014

14. National Hotels Association, Inc
2014

15.  Is it worth it? By asking questions you
will find out the emotional reasons why
they buy..is it worth the money? The
time? The inconvenience?
 Create an interest statement– Mr. Owner,
I’m so impressed by your (business) Tell
me, how did you get started?
National Hotels Association, Inc.
2014

16. Option 1
 If I could show you a way to save money on
your future hotel bookings, would there be
any reason you wouldn’t want to hear about
that?
Option 2
 If I could show you a way to increase your
marginal net profits, by creating a cost
savings, would there be any reason why you
wouldn’t want to hear about that?
National Hotels Association, Inc.
2014

17.  How much is it? You must say “Mr. Owner, no
matter what I tell you right now, it’s going to
be too much, because I haven't been able to
show you the value of working with NHA.”
National Hotels Association, Inc.
2014

18.  Ask who are they using now?
 What do you enjoy most about the services
provided for you?
 If I could do anything for you, what would you
like to see different out of this relationship?
 Who other than yourself is involved in making
the final decision?
 Now come up with the solution as a PPS
National Hotels Association, Inc.
2014

19.  Do you have special events?
 On average, what is a customer worth to you?
 How many people usually attend special
events?
 Note these numbers and don’t forget!
National Hotels Association, Inc.
2014

20.  Every time you talk to someone….Point out
the features they said they want…then
discuss the benefits
 “Stop trying to get lucky, create your strategy”
claude
National Hotels Association, Inc.
2014

21. National Hotels Association, Inc.
2014

22.  STP Questions- Seek the positive—questions
that solicit yes…Ex- we are all looking for
ways to increase sales aren’t we?
 Don’t you agree, shouldn’t it, cant you,
wouldn’t it, don’t you?
 Know it all questions- Sharp angle close…if I
can promise you to get started as soon as
possible, will you approve the agreement
today?
National Hotels Association, Inc.
2014

23.  Open Ended Questions- how will you keep
track of all the new activity you will be
receiving from this program?
National Hotels Association, Inc.
2014

24.  Statement from customers who want or need
to know more information about you, your
company, or your product and service.
 Only 2 types objections- those that will slow
down and stop the sale….or those that if
taken advantage move the sale forward.
 Most people will give you 6 objections before
they will give you a yes.
National Hotels Association, Inc.
2014

25.  Step 1 listen- your customer is telling you
their concerns say” I’ll get to that in a
moment or that’s a great concern, I’ll cover
that shortly”
 Step 2-Examine the importance of concern.
Rephrase what they said. EX “it costs too
much! You say “Today most things do, can
you tell me about how much too much you
think it is?
National Hotels Association, Inc.
2014

26.  Step 3 Find the key to the answer- And respond with
a question to isolate the concern
 Step 4- Verify that you have answered the right
concerns (Did I answer your question)
 Step 5 go for the opening (use “if all” statements)
 (additional closes “if you don’t do this what’s it going
to cost you?”)
 Step 6- Be prepared for objections and learn and use
turnaround statements.
A. I sense you are a little hesitant, would you mind
telling me what you are thinking?
B. That certainly makes sense, however…..(reinforce
what they told you, go through benefits….make a
positive feeling.
c. I can appreciate your concerns, although…..
National Hotels Association, Inc.
2014

27.  If all the booking engine did for you was save you
money on your future hotel stay of up to 25%,
would this be a worthwhile investment of your
time?
 If all the booking engine did for you was help you
get 10-20 more people to contribute, would that
be a worthwhile investment?
 If all the booking engine did for you was increase
your referral business from its viral features,
would this be a worth while investment?
 If all the booking engine did was drive customers
to your site, would this be a worth while
benefit……?
National Hotels Association, Inc.
2014

28.  What Do You Think?
 How Does that Look to you?
 How long have you been thinking of…..
 in your opinion, how does this feel? Or if
they seem analytical…in your opinion, what
do you think?
National Hotels Association, Inc.
2014

29.  Break it down on ROI….EX- each person is
saving up to 25%….How many people usually
travel in your direct circle, that use hotels?
 Do you feel that NHA can save your company
or group money on your future hotel pricing?
Then stop talking
National Hotels Association, Inc.
2014

30.  Say why we are different
 Personalized Services
 Wholesale Pricing Direct to the Client
 US Based, Customer Service Department
 Real Hotel Confirmations
 B2B – Global Booking Engine (complete
management system)
 B2C – White Labeled Widgets (Can be applied
anywhere on your Company’s site)
National Hotels Association, Inc.
2014

31.  why don’t we think about it together…clearly
you still have some confusion about how this
could benefit your business.
 Just keep in mind that these are live rates, the
benefit of live rates…is that, they’re the best
rates available on the market and subject to
change at any moments notice. “We should
lock these rates, now”
National Hotels Association, Inc.
2014

32. 1. Assume client will buy “YOU” and “Your
FACTS”
2. Build the sale with minor agreements…Make
it easier to say yes, than no. don’t use fear
producing words.
3. Don’t get off the subject when opening the
client.
4. Back up your solutions with good reasons
for getting started with NHA. Return to the
points that interests them most.
National Hotels Association, Inc.
2014

33. 5. Demonstrate proof of a price saving, reference
expedia and direct…show the results
6. Be Alert for closing signals---Statements and
questions from the prospect, body language,
showing interest.
7. Don’t over sell. Silence is sometimes necessary.
8. Price is usually biggest objection…Proof that the
price is right and you’ll close many more sales.
9. Be persistent in a tactful way. remember no is a
maybe, maybe is a yes.
10. Ask for their business.
National Hotels Association, Inc.
2014

34.  Go back and say “We covered some minor
concerns, when we spoke a week ago, would
you mind telling those to me again? Then
answer concern….I make my living doing this
and I know I have a great product for you that
will save you incredible time and
money…could you please tell me what I did
wrong and why you didn’t get involved with
me.”
National Hotels Association, Inc.
2014

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